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Important Notice

• Live online seminar is delivered using Zoom.

How You Will Benefit

• ● Discover through sales negotiation training how to improve sales margins and closing ratios
• ● Influence how customers view your product’s costs， benefits and value to them
• ● Anticipate buyer behavior and turn it into an advantage
• ● Establish your credibility with the buyer
• ● Develop confidence-building skills that maintain your control of sales negotiations
• ● Be ready to justify your price when meeting price specifications
• ● Use creative advantages to counter competitive offers

Who Should Attend

• Sales professionals, sales managers, account executives, contract negotiators and anyone involved in negotiation processes and would benefit from this sales negotiation training.

Course Outline

1. Role of the Professional Salesperson
 - Understand the Difference between Manipulative Selling and Consultative Selling
 - Be Aware of Key Sales Responsibilities of Professional Salespeople
2. Role of the Buyer Defined
 - View the Sales Negotiation Process More Objectively from the Customer’s Viewpoint
 - Understand the Concept of Selling Profitable Deals More Fully
 - Have a Better Understanding of Their Ability to Analyze the Financial Aspects of a Deal
 - Be More Aware of Their Perceptions of the Sales Negotiation Process
 - Have a Stronger Foundation for Selling to a Sophisticated Buyer
 - Be Familiar with Common Ploys and Countermeasures Used in Sales Negotiations
3. Role of the Professional Salesperson Redefined
 - Have a Greater Understanding of a Typical Buyer’s Motivation in Most Situations
 - Be More Capable of Differentiating Themselves from Their Competition
 - Be More Aware of the Consultative Sales Processes
 - Understand the Difference between Selling and Negotiating
 - Understand the Importance of Selling First, Negotiating Last
 - Be Able to Handle Premature Negotiation Pressure from the Buyer
 - Know When and When Not to Negotiate
4. The Sales Negotiation Process
 - Have Experience in Identifying Elements of an Offering
 - Understand How to Identify Negotiating Chips
 - Be Able to Assess and Define Their Negotiating Authority
 - Understand How to Create Value Which Offsets the Need to Make Concessions
 - Understand the Value of Maneuvering Room, Concession Planning, and Planning
5. Using Powerful Sales Negotiation Planning Tools
 - Understand the Process of Establishing Settlement Ranges in Advance
 - Understand the Concept of Planning for Concessions
 - Be Familiar with the Sales Negotiation Planning Instrument
 - Be Familiar with a Format for Providing Feedback on the Sales Negotiation Process
6. A Sales Negotiation Exercise
 - Have Practical Experience in Developing Settlement Ranges
 - Have Practical Experience in Identifying Negotiating Chips
 - Have Practical Experience in Planning Concessions
 - Have Practical Experience in Completing the Sales Negotiation Planner
 - Recognize the Importance of Planning
 - Be Able to Evaluate the Sales Negotiation Process More Fully
7. Win-Win Sales Negotiations
 - Determine If a Sales Negotiation Was a Winner for Both Sides
 - Avoid Many Critical Mistakes in Sales Negotiations
 - Understand the Importance of Following Through After the Negotiation Is Completed
 - Understand Your Own Effectiveness in Sales Negotiations
 - Develop a Plan to Improve Your Sales Negotiation Effectiveness
8. Power and Position in Sales Negotiations
 - Evaluate Relative Strategic Positions of the Parties to a Sales Negotiation
 - Understand Fundamental Strategies for Various Power Positions
 - Become Aware of Different Sources of Real and Perceived Power
9. Increasing Your Personal Power in Sales Negotiations
 - Identify the Four Primary Negotiating Styles
 - Understand the Primary Goals and Fears That Motivate Each of the Four Styles
 - Apply Basic Strategies to Favorably Influence Each of the Four Styles
 - Be More Effective in Persuading Buyers Who Are Different from You
10. Case Study: Negotiating a Mutually Profitable Win-Win Sale
 - Develop a Greater Appreciation for the Importance of Internal Negotiations
 - Gain Additional Experience in Developing Settlement Ranges
 - Gain Additional Experience in Identifying Negotiating Chips
 - Gain Additional Experience in Planning Concessions
 - Gain Additional Experience in Completing the Sales Negotiation Planner
 - Become More Effective in Sales Negotiation Planning
 - Influence Buyer Behavior More Purposefully
 - Evaluate Your Personal Performance More Fully
11. Tips for Achieving Success as a Sales Negotiator
 - Become More Aware of Key Elements That Lead to Success in Sales Negotiations
12. Using Powerful Sales Negotiation Planning Tools
 - Understand the Process of Establishing Settlement Ranges in Advance

Prerequisite / Pre-Assignment

TOEIC Score 650 or Higher